MizzouAdvancementMarch 19, 2018

OPEN – EXT AFF M&A – INFO 1-1

April 12-13, 2018

Mizzou AdvancementI. Who We AreII. Strategic Planning ProcessIII. Metrics – Measuring SuccessIV. Aligning Development with University PrioritiesV. Areas That Require Support

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April 12-13, 2018

I. Who We Are

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April 12-13, 2018

Who We AreI. Mission: Mizzou Advancement strives for national prominence in

fundraising, alumni involvement and talent management to support Mizzou priorities.

II. Core values: Passion, teamwork, engagementIII.Dedicated resources across campus, including:

- Scholarships - Mizzou Alumni Association- Intercollegiate athletics - Schools and colleges- Corporations/Foundations - Gift Planning & Regional Advancement- Annual Fund - Creative Services- Donor Relations - Advancement Services

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April 12-13, 2018

II. Strategic Planning Process

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April 12-13, 2018

Strategic Organizational Planning• Leadership Re-organization• Leadership Planning

Sessions• Right-sizing

• Budget• Staffing

• Strategic Investments• Continual SWOT analyses

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April 12-13, 2018

Strategic Campaign Planning• Executive Committee pre-planning meetings• National case statement discussion tour (2012-2013)• Feasibility study with Grenzebach Glier (recommended $1.2B goal)• Consultation with campus leadership and Campaign Cabinet• Campaign Cabinet approves $1.3B goal in September 2013• Initial three priorities (campaign launch: October 2015)

• Endowment• Signature Centers and Institutes• Campus Renaissance

• Framework has proven flexible • Added Student Success priority in August 2017

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Strategic Annual Planning• Annual planning process

• Informed by donor/prospect data and division-wide SWOT analysis

• Each school/college/unit: • Evaluates donor pipeline for proposal

opportunities• Meets with AVC and dean/director to set goals for

dollars, proposals and substantive contacts• Updates AVC and dean/director on a monthly basis

• Regular communication and weekly tracking of team metrics drives accountability and success

OPEN – EXT AFF M&A – INFO 1-8April 12-13, 2018

JULY AUG SEPT OCT NOV DEC

JAN FEB MARCH APRIL MAY JUNE

Biweekly principal gifts discussions

Celebrate Divisional Meeting

Individual Performance

Appraisals

Mid Year Portfolio Check-In

ProfessionalDevelopment

Track #1

Q1 Core Metric Review & Update

FundraiserRetreat

ProfessionalDevelopment

Track #2

Q2 Core Metric Review & Update

Vice Chancellor Unit Mid Year Check-In

IndividualPerformance

Check-In

Roadmap to $175M meetings begin

Annual PortfolioReview Process

Q3 Core Metric Review & Update

ProfessionalDevelopment

Track #3

Unit VisionSetting Retreat

Program & PrioritiesReview

Unit PlanningSessions

AnnualPlan

Completion

Q4 CoreMetric Wrap-Up

FY Kick Off –DivisionalMeeting

Q1 Special Initiative: Solicitation Focus

Q2 Special Initiative: Stewardship Focus

Q3 Special Initiative: Cultivation Focus/Pipeline

Q4 Special Initiative: Open Proposal Closes

Mizzou Development Planning Calendar

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III. Metrics – Measuring Success

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April 12-13, 2018

Division Metrics• Campaign Goal: $1.3B

• Set after feasibility study for Mizzou Our Time To Lead Campaign

• Annual Productivity: 2018 Goal of $175M• Includes all new gifts, pledges and estate commitments

• Voluntary Support of Education (VSE) - Cash• Includes all cash for the fiscal year including gifts, pledge

payments and realized expectancies

• Annual Giving: $21MOPEN – EXT AFF M&A – INFO 1-12

April 12-13, 2018

Individual Metrics• Dollars Raised• Number of Proposals Closed• Number of Proposals Presented• Number of Personal Visits & Contacts• Metrics for non-fundraising staff based on core duties

(Research, Mizzou Alumni Association, Gift Processing, etc.)

*Metrics for individual fundraisers are customized based on position and tenure

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$150

$299

$450

$604

$763

$906$1,000

FY12 FY13 FY14 FY15 FY16 FY17 FY18

Campaign Progress(in Millions)

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$0$20$40$60$80

$100$120$140$160$180

FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18YTD

Annual Productivity (cash & pledges)

(in Millions)

Productivity YTD Productivity total

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$-

$20.0

$40.0

$60.0

$80.0

$100.0

$120.0

$140.0

FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18YTD

Annual Cash Giving (in Millions)

Cash YTD Cash total

OPEN – EXT AFF M&A – INFO 1-17April 12-13, 2018

6

1114

2123

20 21

12

2011 2012 2013 2014 2015 2016 2017 2018TD

$1M+ Gifts

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Process for Principal Gifts• Big Gifts for Big Ideas

• Cure Cancer• Feed the Poor• Eliminate Illiteracy

• Build Relationships• Match donor interest with MU priority• Develop vision, strategy and tactics

• Close• Ask for permission to submit proposal• Ask for planning money• Show appeal beyond Mizzou

Principal gifts fuel 37% of campaign productivity.

Campaign 8-Figure Gifts• $30M Reynolds Journalism Institute• $30M East Side Football Stadium

Expansion• $25M Kinder Institute for Constitutional

Democracy• $21.6M Novak Leadership Institute• $13.8M CAFNR• $10M J-School Faculty Fellowships• $10M School of Music Building• $10M Football Facility

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$290,458

$267,350

$193,581

$174,208 $163,545

$121,572 $119,920 $119,526 $104,418 $98,956 $98,124 $94,170 $89,521 $83,555

Texas A&M Florida Vanderbilt SouthCarolina

Georgia LSU Kentucky Mizzou Auburn Alabama Tennessee Ole Miss MississippiSt.

Arkansas

SEC 2017 Cash Total Raised(in thousands)

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Cost to Raise a Dollar

$0.13

$0.17

$0.12 $0.12

$0.10

$0.13$0.12

$0.13

FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17

For every $1.00 we invest, we return $7.70 (670% ROI). Industry data shows average ROI of $5.53 for every dollar spent on development efforts among public institutions.

OPEN – EXT AFF M&A – INFO 1-21 April 12-13, 2018

IV. Aligning Development with University Priorities

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April 12-13, 2018

Aligning Campaign Goals with University Priorities

Student Success

Campus Renaissance

Signature Centers

and Institutes

Endowment

University Priorities• Student Success• Research• Creative Works• Economic

Development• Innovation• Engagement and

OutreachAdvancement’s fundraising goals depend on building relationships and fostering engagementwith alumni, friends, corporations and other key constituents.

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April 12-13, 2018

Support for Capital ProjectsI. $167M raised toward $250M goalII. The challenge of raising capital dollarsIII. Private Support for Capital:

I. TPMC (Feasibility study plan)II. School of Music Facility ($17M)III. School of Nursing Building ($6M)IV. Engineering Renovation ($2.5M)V. Journalism/Welcome Center ($5M)VI. Applied Learning Center ($10.8M)VII. South End Zone Facility ($48M)

0

50

100

150

200

250

300 Campus Renaissance Progress Goal

Campaign Gifts Matching Funds

Other Needed

Campus Renaissance Progress Goal $250M

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Gifts for Student Success• Flagship Scholars program• Smith Family Study Abroad Endowment• William L. Hase and Alice M. Young Fellowship in Chemistry

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Gifts to Fuel Research and Discovery• Novak Leadership Institute• Kinder Institute on Constitutional Democracy• Thompson Center for Autism and Neurodevelopmental

Disorders

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Gifts to Foster Creativity• New School of Music building ($17M raised)• Miller Family Endowed Chair in Literature and Writing• Center for Applied Theatre and Drama Research

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Gifts to Drive Economic Development and Innovation• Translational Precision Medicine Complex (planning)• Enterprise Fund for Global Sustainability• Walter B. Potter Fund for Innovation in Local Journalism• Corporate partnerships

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V. Areas That Require Support

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April 12-13, 2018

Opportunities for Enhancement• Sustainable strategic financial plan

• Enhanced investment in Talent Management Program —promoting career pathing, recruitment and retention

• Competitive salary structure

• Improve staffing funding models that promote and reflect partnerships with schools and colleges

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Advancement Funding Structure

$-

$2

$4

$6

$8

$10

$12

$14

$16

09 10 11 12 13 14 15 16 17 18

Campus Allocation Endowment Fee Gift Fees Funding Agreement ICA Fees Reserve Budget

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April 12-13, 2018

Cost of Attracting, Retaining and Losing Top Talent

*Data from Education Advisory Board. OPEN – EXT AFF M&A – INFO 1-32April 12-13, 2018

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